Senior Business Development Operations Manager
Chainguard
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $174,000 - $205,000 per year
Job Level
Senior
About the role
- Partner with Business Development Leadership to design, optimize and scale all global BDR operational workflows across inbound and outbound motions
- In partnership with BDR Leadership and Sales Analytics, define, track, and analyze key Business Development metrics including reporting for funnel performance, rep productivity, and workflow health; conduct recurring and ad-hoc analysis to diagnose gaps, surface insights, and recommend improvements across the BDR organization
- Build capacity and productivity models while partnering closely with Business Development leadership on headcount prioritization, activity pacing, pipeline coverage, performance benchmarks, and compensation planning
- Support the AI strategy for pipeline generation efforts by building and implementing automation and personalization capabilities across core research, prospecting, and activity pillars
- Work with Marketing Ops to optimize the BDR tech stack: Salesforce, LinkedIn Sales Navigator, GovWin, Nooks, ZoomInfo, Clay, Cognism, and Outreach ensuring seamless integrations, data integrity, and scalable processes
- Develop and maintain clear documentation and best practices on Business Development systems to drive increases in rep efficiency; partner with GTM Enablement to reduce ramp time and improve performance readiness
- Own Business Development issues through our case management system to ensure timely support on access management, lead routing, Salesforce ownership corrections, and tooling troubleshooting
- Facilitate the monthly BDR quota audit process in partnership with BDR Leadership and Finance and ensure alignment with compensation credit policies
- Partner with Sales Analytics to build Salesforce and Sigma dashboards and reporting for funnel performance, rep productivity, and workflow health; conduct recurring and ad-hoc analysis to diagnose gaps, surface insights, and recommend improvements across the BDR organization
- Contribute to global BDR SPIFF and incentive program design to support segment and region specific pipeline goals
Requirements
- 5+ years of experience in Sales Strategy, Revenue Operations, or GTM Operations roles, ideally within a B2B SaaS company
- Experience designing and running pipeline operating cadences (forecasting, pipeline reviews, QBRs) and leading strategic GTM planning efforts, including capacity modeling, organizational design, and quota setting
- Strong analytical and problem-solving skills with proficiency in Google Sheets and data visualization tools (Sigma)
- Familiarity with administering Salesforce and common GTM tools (Outreach, ZoomInfo, Clay, LeanData, Hubspot, Nooks, Linkedin SalesNavigator, etc.)
- Excellent attention to detail, organizational skills, and ability to manage multiple priorities
- Strong communicator, comfortable presenting data and recommendations to cross-functional stakeholders
- Eager to learn, adaptable in fast-paced, high-growth environments, and motivated by operational excellence.
- Nice to Have: Experience supporting a 50+ rep global BDR organization through periods of hyper-growth
- Experience with best of breed GTM AI tooling to build a high output and scalable pipeline generation engine
Benefits
- Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
- Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!).
- 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck.
- ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset.
- 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Sales StrategyRevenue OperationsGTM Operationspipeline operating cadencescapacity modelingorganizational designquota settingdata visualizationanalytical skillsproblem-solving
Soft skills
attention to detailorganizational skillscommunicationadaptabilityoperational excellenceability to manage multiple prioritieseagerness to learn